Colleen’s Blog

In this week’s Sales Leader, I examine the difference between an objection and a heckle. 

One of my clients chose “predictability” as their company’s 2020 theme. I thought that was a really laudable goal because, in choosing “predictability” as the theme, they created sales processes, territories, and named accounts to really give the sales team the focus they needed to produce predictable results. More importantly, what’s the central key to ensuring that you and your client have predictable results? Adherence to the process. 

Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?